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Wednesday, September 13, 2006

IT Sales: What Special Offerings Can You Deliver?

You should know what benefits you can offer your clients that will set you apart from other consultants before making IT sales to increase your chances of long-term clients.

A CONSULTING CASE STUDY

A certain consulting firm might be considering moving into a large building full of high-end business firms also near other buildings that offer the same services. Should this firm capitalize on this proximity?

The answer is yes. This consulting firm could take over the neighborhood because they are right in the midst of all the businesses and can get things done potentially faster and cheaper than those that are not right in the thick of it.

WHAT IS YOUR SPECIAL OFFERING?

You can sell service agreements as part of your IT sales initiative and start off with a response time guarantee. Because you are right with the competition geographically, you can make promises that you will be onsite within 60 minutes when an emergency arises during regular business hours. You can offer $100 off a next month’s bill if you are a minute late.

If you have a large number of clients in that area and your staff is there, you will feel like you’re working on a corporate campus. Because there won’t be travel time, staff utilization rates can increase without any driving, traffic or parking.

IT SALES CASE STUDY: WHERE DO YOU FIND THESE BUSINESSES?

How can a consulting firm find local businesses? The best way is to do a survey. Mail something out to each owner or CEO in the building and in neighboring buildings and even tell them returning the survey will get them a gift certificate for a dozen bagels or comparable product across the street.

THE IT SALES SURVEY

The survey should consist of very basic questions, such as how many PCs the company has, the number of employees, how IT support is currently obtained and what the company likes and dislikes about the support received. Also ask about specific challenges in both business and IT. This survey is a way to get a response and a way to figure out what people want and if they are interested.

IT SALES: THE PEOPLE THAT KNOW EVERYONE

You should make contact with local shoe repair-people, delivery people, mail carriers, UPS workers and FedEx drivers so you can work yourself into all offices in the region. These people are in and out of these offices constantly and can lead you to the people you need to make IT sales.

If you want to see based on your guarantee and location, brand everything around these elements.

Blogged By: Computer Consulting Kit